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Course Information

Start Date22 Mar 2019, Friday
End Date22 Mar 2019, Friday
Time09:00 am to 05:00 pm
Venue100 Orchard Road, Concorde Hotel Singapore
Fee$588 (Excluding GST) Inclusive of hotel buffet lunch, light refreshments and course materials
Contact6720 3333 (Ms Rina) training@aventisglobal.com
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22
Mar 2019

Cold Calling Techniques that Really Works

INTRODUCTION

Having an online presence for your company’s product or service offerings may give you a wider reach but sometimes it may not be as effective enough to bring in the required sales. The next best (and most cost-effective method besides expensive advertising fees) solution is to reach potential customers by speaking to them directly over the telephone. How do you start the conversation with them? How do you get them interested enough to listen? What are the things should you be saying? Should you be selling to them?

The Ultimate Guide to Opening Sales Conversations and Filling Your Sales Pipeline

In this enlightening and interesting 1-day workshop, let Singapore’s leading Corporate Sales Expert, Mr Gregory Chua share with you why cold calling is still a central element of the sales cycle and leads conversion. You will discover & learn how to reach potential customers over the telephone and engage them in a meaningful conversation, interesting enough for them to want to find out more about your product or service offerings as well as what you should or should not be saying to them to clinch the deal or set that appointment.

Key Takeaways

By the end of the workshop you will be able to:

  • Learn to “think out of box” and understand the Art and Science behind prospecting
  • Ditch the failed sales tactics, fill your pipeline, and crush your number
  • Be able to manage the different scenarios in a cold-call situation
  • Use high gain questions to get high value information
  • Understand the different listening levels
  • Learn to anticipate, handle & manage the different types of objections that may arise during a call
  • Eliminate the Fear, Failure, and Rejection from Cold Calling
  • Be able to get past gatekeepers to reach the intended person
  • Learn to control the conversation
  • Be able to secure that appointment
Who Should Attend

This fun & interesting workshop is highly recommended & suitable for all telemarketers & sales persons who need to canvass for new leads, getting appointments, creating awareness in their product offerings or simply to get a sale through the telephone.

Meet the Industry Expert: Mr Gregory Chua

Gregory is a very dynamic and entertaining speaker/trainer. With more than 20 years in direct sales, he brings with him a wealth of experience in the field of personal selling – from telephone prospecting techniques to face-to-face selling skills that garner results. Gaining his experience from marketing office security and medical equipment, Gregory has spent 13 years of his career in a local leading business and credit information service provider.

As a Senior Account Manager, he was tasked with marketing the group’s services ranging from business/credit information to debt recovery and Account Receivables management. Besides holding the highest sales record in the company & being responsible for growing the customer portfolio, he also provided regular training sessions to the sales team on the professional & finer art of selling as well as debt recovery techniques to collection officers in the group of companies. Gregory believes in the principle of giving only the best of oneself & never shortchanging the company & customers. His motto: “Where knowledge is..…your greatest asset”.

Course Outline

Clear speaking techniques

What are the qualities needed that makes having a good telephone personality & clear speaking techniques

 

Managing a positive customer perception

It’s not “what” you say, but “how” you say it that affects customer perceptions; be care of statements that might affect the way your customer perceives your company

 

Listening skills

In-and-out listening; literal listening; empathetic listening – what are the differences & its effects

 

The “30-second” telephone rule

The first and last 30-seconds are the most crucial in any tele-prospecting & cold calls.

 

Getting past gatekeepers

Tips on getting past receptionists & on getting the necessary information you require

 

Questioning techniques

High gain questions that give you high value information – what are high gain questions & how to ask them

 

Handling & responding to objections

What are the 4 main types of objections & how to manage them

 

Features and benefits

The difference between a feature & a benefit & how to link the two in a call

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